© Siemens A/S 2015siemens.com/answers Siemens Partner Program Automation, Drives, Power, Services

© Siemens A/S 2015 Side 2 Siemens Partner Program for Industry and IC LMV 1) Relevant Markets Sector Industry Sector Infrastructure & Cities Mining and Cement Pulp and Paper Pharmaceutical ChemicalsAutomotive Glass and Solar Oil and Gas Aerospace Power / Utilities Cranes Machine Tools Metals Production Machines Marine and Shipbuilding Data Centers Rail InfrastructureMunicipalities Airports Hospitality Smart Buildings Harbours/Logistic HubsFood and Beverage Water and Wastewater Wind Traction 1) Infrastructure Low and Medium Voltage

© Siemens A/S 2015 Side 3 Siemens Partner Program for Industry and IC LMV 1) Motivation Growing with Partners as integral part of our “Go to Market” approach around the world Increasing sales, engineering, service power and efficiency with qualified and certified employees from Partners Global harmonized approach & governance for Partner Management for all different types of partners (e.g. Sales, Logistic, Engineering, Service) 1) Infrastructure Low and Medium Voltage

© Siemens A/S 2015 Side 4 Siemens Partner Program for Industry and IC LMV 1) Guiding principles covering all Partner categories Partners fulfill global uniform requirements and benefit from program offering 1) Infrastructure Low and Medium Voltage

© Siemens A/S 2015 Side 5 Partner Categories are tailored to the role in the market and customer needs Siemens Partner Program for Industry and IC LMV 1) Why we need partners? Specification Specify products and technologies at end customers Sales Visit and convince customers to get orders Sales & Availability Visit and convince customers, be able to deliver our products in due time Sales & Availability & Technical competence Visit and con- vince, deliver products in due time, technical support and modification Technology Know How & Delivery Place vertical or standard applications on the market Solution Delivery Integrate products into a solution and create installed base Competence Enable and educate customers need to use our products and systems Service Delivery Provide service delivery (Field, Repair, Retrofit) to installed base with defined performance Customer/Market needs Specification & QualificationServiceSolutionsProducts/Modification Role of Partner in the market ConsultationEducationSalesLogistics Value Added Reselling ServiceTechnologySolution 1) Infrastructure Low and Medium Voltage

© Siemens A/S 2015 Side 6 Siemens Partner Program for Industry and IC LMV 1) Implementation Logistic Value Added Reseller Solution  Industry  Specialist  Solution P. Service  Field  Repair  Enhanced  Training Phase 1 Partners in the global Partner Program Regional Partners Partner Categories in the Program Partner Categories in the Market Approved Partner Solution Partner established Gradual implementation region by region Value Added Reselling 1) Infrastructure Low and Medium Voltage

© Siemens A/S 2015 Side 7 Siemens Partner Program for Industry and IC LMV 1) Approved Partner and Solution Partner Siemens Partner Program: A global network of experts for all tasks Visit and convince, deliver products in due time, technical support and modification. Provide service delivery (Field, Repair, Retrofit) to installed base with defined performance. Different Partner Categories for:  Sales  Product availability/modification  Technical product competence  Service delivery Visit and convince, deliver products in due time, technical support and modification. Provide service delivery (Field, Repair, Retrofit) to installed base with defined performance. Different Partner Categories for:  Sales  Product availability/modification  Technical product competence  Service delivery Integrate products into a solution and create installed base. Partner Category for:  Solution delivery  Technical competence in the context of total solutions  Service delivery in the context of total solutions Integrate products into a solution and create installed base. Partner Category for:  Solution delivery  Technical competence in the context of total solutions  Service delivery in the context of total solutions Approved Partner Offering products and service to our customers Approved Partner Offering products and service to our customers Solution Partner Offering solutions to our customers Solution Partner Offering solutions to our customers established Gradual implementation region by region 1) Infrastructure Low and Medium Voltage

© Siemens A/S 2015 Side 8 Partner Branding Emblems for Industry and IC LMV 1) Partner Focused on:  Availability  Area coverage  Pro-active selling  Modification/ Assembly  Technical Competence Focused on system integration for:  Industries or Infrastructure  Building installed base  Technologies Focused on:  Services Approved PartnerSolution Partner Differentiation in category and portfolio via certificate established Gradual implementation region by region 1) Infrastructure Low and Medium Voltage

© Siemens A/S 2015 Side 9 Partner Branding Differentiation How do we differentiate between the individual partner types? The differentiation is made via certificate. There are two designs: Print certificate  Presentation on-site at the partners location Web certificate  PDF online at the partner finder database Partner Category Product Portfolio Validity

© Siemens A/S 2015 Side 10 Partner Branding Branding per Partner Category – Industry & IC LMV 1) Specification & QualificationServiceSolutionsProducts/Modification Consultation Partner Education Partner Sales Partner Logistic Partner Value Added Reseller Service Partner Technology Partner Solution Partner Approved Partner Solution Partner Industry IC LMV 1) not applicable 1) Infrastructure Low and Medium Voltage

© Siemens A/S 2015 Side 11 Siemens Partner Program for Industry and IC LMV 1) Approved Partner and Solution Partner Siemens Partner Program: A global network of experts for all tasks Visit and convince, deliver products in due time, technical support and modification. Provide service delivery (Field, Repair, Retrofit) to installed base with defined performance. Different Partner Categories for:  Sales  Product availability/modification  Technical product competence  Service delivery Visit and convince, deliver products in due time, technical support and modification. Provide service delivery (Field, Repair, Retrofit) to installed base with defined performance. Different Partner Categories for:  Sales  Product availability/modification  Technical product competence  Service delivery Integrate products into a solution and create installed base. Partner Category for:  Solution delivery  Technical competence in the context of total solutions  Service delivery in the context of total solutions Integrate products into a solution and create installed base. Partner Category for:  Solution delivery  Technical competence in the context of total solutions  Service delivery in the context of total solutions Approved Partner Offering products and service to our customers Approved Partner Offering products and service to our customers Solution Partner Offering solutions to our customers Solution Partner Offering solutions to our customers established Gradual implementation region by region 1) Infrastructure Low and Medium Voltage

© Siemens A/S 2015 Side 12 Solution Partner Status – defined quality and defined business-processes Europe Americas Asia / Africa Solution Partner network with over Partners in 70 countries The best solution partner program in industry worldwide Siemens Solution Partners are the first choice around the world Create competitive advantage for our customers

© Siemens A/S 2015 Side 13 Solution Partner Clear and manageable program structure The Siemens Solution Partner program is divided into different modules. This means that our partners can also be certified in several modules – according to their service portfolios. x x x

© Siemens A/S 2015 Side 14 Solution Partner Clear requirements for excellent collaboration Solution Siemens Solution Partner KPIs Product- /System- Competence Technology Leader Worldwide Sales and Service Sustainability Quality Solution-/Industry- Competence Worldwide IA&DT Technologies Wide range of Industries End Customer Improve Quality Increase Availability Raise Throughput Increase Flexibility Ensure Security ProjectSeamless Integration Increase Energy Efficiency Reduce Cost of Production Minimize Operating Costs Reduce Cost of Hardware Requirements Technical Certification Portfolio in Partner Finder ReferencesBusinessPartner Emblem Projects Proximity to the customers Agility Efficiency Quality KPI: Key Performance Indicator

© Siemens A/S 2015 Side 15 Solution Partner Benefits Qualification Additional Qualification and Training depends on the program module Marketing of Partner program: Create awareness and Pull effect for Partners in the market Additional benefits offered in the Region and by Businesses (e.g. Partner Conferences, demo equipment, Software and keep knowhow level with job rotation …) Commitment clear commitment and long term business planning Branding: Usage of unique Partner Branding with Siemens Partner Emblem Access to privileged information through Partner Portal Promotion of Partners Listing in Siemens Partner Finder in Internet Certification Technical certification and official certificate

© Siemens A/S 2015siemens.com/answers Questions Thanks Carsten Dahl Director Siemens Greenland Questions Thanks Carsten Dahl

© Siemens A/S 2015 Side 17 Contact Carsten Dahl Director Siemens Greenland Noorlernut Nuuk Greenland Phone: Mobile: siemens.com/answers